Objectives of the role

Set and execute upon a growth strategy aligned to Fujitsu in the MEE region. Identify, manage and close new business for SUSE solutions via Royalty or VLA/MLA through and with partners.

The IHV Partner Executive will develop, manage and grow new business models as well as manage with strategic partners for SUSE product portfolio to achieve or exceed Business Unit expectations in EMEA. In line with company goals, they are the expert in developing business models with strategic server hardware vendors (both EMEA wide and local country level), in the area of the latest open source technologies.

IHV Partner Executives are senior business professionals who understand how to match business solutions with partners. These individuals will also have strong internal and external networks and a proven ability to creatively apply those resources to meet partner needs. They are an expert in their given partner and to assure the partners achieve their strategic goals in a win-win relationship.

Focus Area

  • Make & exceed quota whilst executing upon a strategic plan
  • Deliver growth year on year for the given partner in the EMEA region
  • Sell the right mix of products/solutions
  • Forecast accurately according to SUSE’s systems and processes
  • Develop new routes to market as per the partner and SUSE’s requirement
  • Thoroughly understand SUSE's capabilities and positioning in the market and have a good understanding of related and/or competitive products and solutions
  • Understand the products and/or solutions sold by his/her assigned partners, and are able to articulate how SUSE’s solutions can be integrated with those products and/or solutions.
  • Have a proven network of CxO level contacts into IHV partners.
  • Actively support SUSE's strategic indirect sales model by acting as “master orchestrator” of the sale in the ecosystem.
  • Maintain and expand a strong internal network and have a proven ability to creatively pull teams together to meet and address assigned partners’ needs.
  • Are a role model and mentor for others in the organization and are a trusted advisor both internally and externally, by demonstrating the highest levels of integrity, the right intent, capabilities and results (see below – mindset and sales skills).
  • Actively seeks continuous improvement, ensuring their 3S certification and selling skills are current at all times.

What you need to do now

If you’re interested, click Apply now to upload your up-to-date CV. A recruiter will contact you if your skills are found to be a match for any current or future open positions. In the meantime, we hope you will continue to review our job openings at SUSE Careers.

  • University degree in a business-related discipline.
  • Minimum 5 years of professional experience, preferably in IT / Data Center sales.
  • Demonstrates experience & success in selling new business through partners and their respective initiatives/projects at the senior executive level.
  • Brings a solid understanding of the Open Source, Software Defined Infrastructure, or Cloud market and related customer needs.
  • Role specifics may include related industry knowledge including but not limited to Linux, SDS, SDN, other open-source software in the infrastructure layer, HPC and SAP HANA. For example, an experience of selling server hardware on which SAP and/or Linux O/S was running, may not be sufficient to meet the requirement – to be specified for a particular role.
  • Experienced in selling in teams across organizational boundaries.
  • Excellent relationship-building skills – truly engages with contacts (including the source) and knows how to tell a compelling story
  • Understand and use the power of social selling (social media)
  • In-depth and comprehensive knowledge of usual sales methodologies and channel/partner models.
  • In-depth knowledge of and/or relationship with the assigned partners (relevant for the specific role)
  • Fluent written and verbal communication in English
  • Willingness to travel and flexibility in working hours required – you just get it done.
Technical Skills
Linux
Is a Remote Job?
Remote
Employment Type
Full time

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